Navarti visits importers already knowing how much they buy, and from whom

Navarti is a ceramic tile manufacturer from Castellón. It was founded in 2009 and joined the Pamesa Group five years later. Today 66% of its sales go to international markets, with a strong presence in Europe and the Americas.

Despite the pandemic, Navarti closed 2020 with €75.6 million in sales, almost 20% more than the year before.

Sales visits that start with the importer’s numbers

Navarti believes in meeting prospects in person. Before a visit, the team now checks what each importer buys, how much and from which suppliers.

“The platform has had a positive impact as I can find out how much each importer buys and from whom,” says Marcos Bernadis, Area Manager at Navarti. “This prior knowledge about the importer’s operations allows me to present the sales argument much more effectively.”

Seeing its own clients’ export figures and destinations also helps the team decide where to focus.

Following competitors market by market

Marcos also highlights the competitor view. Navarti sees its competitors’ export figures and the countries they ship to.

“The platform helps us steer sales in a more targeted and determined manner, thanks to the importer information it provides,” he says. “I would also highlight the competitor functionality. This helps us stay updated on all their movements and get ahead of them.”

Resources on the importers that look most promising

With this information, every sales visit starts from what the importer actually does. “This has allowed us to allocate all resources to those importers that seem more promising,” Marcos explains.

“The platform is very user-friendly, and our assessment is highly positive. xNova helps us direct sales in a more precise and effective manner.”